Case Study

Pricing Research

Finding the Optimal Pricing Structure for a Flagship Security Product

Overview

GLG sourced 300 enterprise IT executives to participate in a study that helped our client ensure that its pricing structure remained competitive while keeping customers happy.

Best-in-class Panels:
GLG's proprietary network includes a cast of enterprise IT executives, ensuring that the results of your study come from highly experienced buyers.

Focused Methodologies:
The GLG Surveys Team conducted six survey pretests to optimize the online research instrument and confirm the exercise mirrored real-life buying patterns, including industry-standard discounting.

Dedicated Service Teams:
GLG Integrated Insights managed the engagement end-to-end to help maintain data quality and on-time end-to-end delivery.

Featured Products

GLG Integrated Insights

→

GLG Surveys

→

Challenge
The product management team for a leading enterprise SaaS organization was looking to revamp the price structure of its flagship security product. It hoped to make changes that would make it competitively priced and optimized for new customers, while not turning off existing customers.

The GLG Approach
GLG conducted a blinded conjoint survey fielded to an expert panel of 300 U. S.-based IT executives employed at organizations with more than 2,500 employees. The panel was made up of decision-makers and influencers responsible for evaluating and implementing network access control products and solutions.

Outcome
The GLG Surveys team identified key feature optimizations between product tiers and customer pricing sensitivities.

The client found that its initial pricing model was relatively close to its respondents' willingness to pay. At the end of the study, they adjusted their Tier 1 and Tier 2 pricing higher and adjusted their Tier 3 pricing lower.

Contact Us

Enter your contact information below and a member of our team will reach out to you shortly.

Thank you! Your submission has been received!

Oops! Something went wrong while submitting the form.